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Do you want to make your clients an
offer they can't refuse? We all do.

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And we're going to tell you how on
this edition of the Inside vs. Show.

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Hey, now I'm Nikki G, this
is the Inside Vs. Show.

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Today we're talking about how to make
your clients an offer they can't refuse,

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and who better to do that with
than my partner, Dave Lorenzo,

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the godfather of Growth.
Dave, how are you?

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Hey, now, Nicola, I am so much
better now that I'm with you.

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It's great to be with
you today. How are you?

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I'm great, thank you, Dave.

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You're always making your
clients offers they can't refuse.

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That's the reason I am on this podcast
with you because that was an offer I

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personally could not refuse and didn't.
So that's why we're here together.

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So why don't we let our
audience in on that secret,

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how you get your clients to do that?

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Yeah, well the secret really
isn't a secret at all.

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It's just a combination of
things that you can put together,

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any of us can put together to
help make it easier for clients to

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say yes to things that are good for them.

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And this is the framework
that we're operating in.

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I'm not trying to manipulate anyone.

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What I do is influence people.

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And the difference between influence
and manipulation in my book is influence

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means it's good for you
and it's good for me.

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Manipulation would mean
it's just good for me.

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So for the example that
you set out the show,

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it's great for you, great for me,
great for the audience, everybody wins.

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That's how I got you to do the show. It's,

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I told you it's going to
be great for everybody.

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So how could you say no to that?

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But we've got five specific things
we're going to share with folks who are

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listening,

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folks who are watching today that will
help them make better offers that people

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find irresistible. And the first thing
that I'm going to open up with is

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something that is so natural and so
intuitive. You're going to go, oh,

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I can't believe I hadn't done this sooner.

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Stop making yes or no offers
and offer people options.

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Every time I sit down with someone and
I make 'em an offer to work with me,

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I never give them a proposal or
an opportunity where they can just

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say yes or no. What I do is I
sit down with them and I say,

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there are three ways we can work
together. There's the first way,

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the second way, and the third way.

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And what I always make sure I do is the
first way gives them exactly what they

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were looking for at a price
or an investment level.

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That is completely fair to me. But then,

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because I've done my homework and I've
done my discovery process on their

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business and what they want personally,

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I know that in addition to needing
what they said they wanted,

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they also need something else.
And that something else is something that

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maybe they know consciously they need,

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but they had a hard time articulating
or maybe they didn't even realize they

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needed. And I helped bring it
out during our discovery process.

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So option one is exactly what they asked
for. Option two is what they asked for,

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plus what they really need, the
thing that's underlying the issue.

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And then option three is something
that is aspirational for them that will

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help them move to the next level in
their business or in their personal life.

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So let me give you an example from a
world you are intimately familiar with,

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Nicola. So let's say you're a litigator,
but you also have a transactional, uh,

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department in your law firm and
someone comes to you with an issue,

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they're being sued, and you
say to them, okay, Mr. Smith,

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I can represent you and I'll,

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I'll represent you in this lawsuit and
here's what I'm going to do for you. I am

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going to represent you in this lawsuit.

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I'll be your counsel and for the
representation in the lawsuit,

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I'm going to charge you, you
know, four 50 an hour and I'll be,

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I'll be your lawyer. However,

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I think because the underlying
issue that caused this person to

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sue in the first place still exists,
I think you need to fix that.

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And our transactional team can help
you plug that hole in your contracts.

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So I'm going to represent you for eight
50 an hour and then our transactional

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team for option number two,

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our transactional team will plug
the hole in your contract for

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$10,000 plus the eight 50 an hour.
And oh, by the way, Mr. Smith,

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in case you have other legal issues,

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we have an entire general counsel
service and that General counsel service

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enables you to take advantage of
up to 15 different transactional

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services every month.
Also,

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it would get you the opportunity to
fix that contract issue and probably a

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dozen other things that
you don't know are wrong.

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We'll do a whole audit as part of this.

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It's included in the price and that
four 50 an hour if you sign up for our

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general counsel service,

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that gets reduced by a hundred
dollars an hour to three 50 an hour.

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And the general counsel service is
for a one year engagement of our

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services for a flat
fee of $10,000 a month.

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So instead of paying
$10,000 for the contract,

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whole fixing in and of itself,

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you pay $10,000 a month and we can do
15 different things every month for you.

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And you get a hundred dollars an
hour discount on your legal services.

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So you can just hire me to represent you
in this one case for four 50 an hour.

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You can hire me to represent you in this
case and plug the hole in your contract

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for four 50 an hour plus $10,000.

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Or you can have our General
counsel service for $10,000 a

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month for an entire year. And we'll do
15 different things for you a month,

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all of which I'll outline for you.

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And we'll plug that hole in the contract
and you get a hundred dollars an hour

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discount on your representation.
Think about it this way,

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if you work with us for
200 hours on this case,

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which you could easily do,

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think about the money you would be saving
if you went with the General counsel

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service just on that one case alone.
I mean, it's totally up to you.

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There are three options. The table for
you. I hope you make the right decision.

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And I'm here to answer any questions
that you have. Now, Nicola,

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when you do that, when
you make that offer,

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you're different from every
other attorney on planet Earth.

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'cause what does every other
attorney do? Oh, litigation matter.

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Litigation matter, four 50 an hour
sign here, please. Oh, let's go.

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Let's go sue somebody. Right? They rush
into the relationship with the client,

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they want to get their signature on the
retainer and they don't think about the

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second and the third
engagement they could have.

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So point number one in offers
people can't refuse is giving them

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options.

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So they have other things to think
about and thinking about deepening the

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relationship with those options,

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that was a masterclass in that one
point alone. What do you think, Nicola?

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Yeah, I love it.

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And actually I brought up that point
with clients before about addressing the

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problem that's at the root of that issue.

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It's great that you're able to solve
the problem they came to you with,

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but you add a lot more value
when you're able to tell them,

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this problem is not limited
to this particular matter.

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This problem is going to
cause you more problems.

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You are thinking about that client as a
long-term client relationship and you're

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thinking about adding additional
value to them. Clients recognize that,

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and lemme tell you,

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the clients very much appreciate that
because in the long run you are saving

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them exposure, you are saving them money.

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So whatever that cost
is in the short term,

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they're not even thinking about it when
you've already identified the source of

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a bigger problem that can cause them
more money and headaches down the road.

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Options, options, options.
That's number one.

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Why don't you give us
what option number two is.

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Option number two is remove the barriers.
So let me explain what I mean by that.

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You should already anticipate
what the no is going to be.

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When you are making an offer to a
client, you know what those, the,

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the biggest issues are that
you are likely to run into.

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So think about how you're going
to address those on the front end.

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So let me give you an example of this.

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Let's say you run a group where
you are working with CEOs to help

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them take their business to the
next level. You know, a lot of what,

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like my partner over here
does on a day-to-day basis.

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And I can imagine that CEOs come
to you, Dave, and say, well,

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who's in this group? I, I, I'd like to
know, well, why do they want to know?

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Because they want to see people like
them who are part of this group. And now

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that lends more credibility to what Dave
is going to speak to them about and to

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have them consider the group.

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So a great way to already overcome
that initial barrier is to say,

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I'd be happy to share you a list
of who's in the group they already

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know by you offering to share that,

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that there are other CEOs in that group
that you're willing to provide that

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for them to consider. Because it's,

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it shows that you are invested in
wanting to work with this person.

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It also shows them the caliber of
the group you've already created.

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It will sell this group yourself
without you having to say more when they

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realize who's in it. So that's
one way to do it. You can also,

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great option is invite them to your
first meeting. Look, I'm I'll charge you,

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don't you Come check out the group and
make sure it's the right fit for you.

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Now, I love doing that,

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whether it is a group of CEOs and you're
considering offering them a service

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that you have, or even
in a network setting,

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you have a professional networking group.

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You're having someone
consider joining that group.

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There's a price associated with
it, there's a membership fee.

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An easy way to overcome the initial
barrier because they will ask you,

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what is this going to cost me if I join?

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They'll likely ask you before you even
get to the end of the pitch because they

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know there's a fee associated with it.
And so you can automatically say, look,

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here's the fee. Why don't we do this?
Why don't you check out a meeting?

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There's no charge for that.

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We want to make sure it's
the right fit for you and us.

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So why don't you attend a meeting?

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That's something we do
in our networking group.

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And I can tell you that by
the end of that first meeting,

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they're asking us if they
can go ahead and sign up.

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It's the best way to provide
value upfront so that someone

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gets to see what you're doing, adds
credibility to what you are offering them.

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And then they can't refuse
it. And we'll say, yes.

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I love it.

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You're anticipating their objections
in advance and removing the barriers.

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Very well said Nikki G Hey Nikki.

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G did you know you can also get
our show as an audio podcast?

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Of course, I know you can get the
show as an audio podcast. I'm on it.

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But does our audience.

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I don't know. So those of you
who are watching on YouTube,

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you can find us wherever
you get your podcast with.

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Just search up the Inside bss show
with the Godfather and Nikki G and

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you'll find us right there.

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Click the follow button so that
you never miss a show. Now,

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there's a couple of reasons why
you're going to want to do that.

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Nikki g tell 'em what the first reason is.

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You get to ask us questions
that is exclusive to our podcast

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listeners.

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Yeah,

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we only answer listener questions
on the audio version of the podcast.

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We don't do it on video.

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So if you want to hear what everyone's
thinking or if you want to ask us a

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question, you've got to download the
audio podcast. The second reason,

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and my favorite reason is
because you can take us with you,

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you can have a little Nikki g in your
pocket while you're working out in the

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gym, washing the dishes
or walking the dog.

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I love me some Nikki g in my
pocket when I'm walking the dogs.

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I don't know about you Nicola, but
that's one of my favorite things to do.

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.

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Absolutely. Take us with you.

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After you watch this
episode here on YouTube.

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Go to wherever you get your podcasts,

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click the follow button so we can go with
you on your journey and you can ask us

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questions. We will see you
or more like hear you there.

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And I'm going to touch on one of
the points you made in your example,

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and that's going to be the third
way to make them an offer they can't

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refuse.

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And that is by forming a
community and showing them that

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they belong in the community.

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So if you sell products or you sell
services regardless of what your business

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is, whether you're in B two B or B
two C, your clients are a community.

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If you can highlight the prestige
of being a client of yours because

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you have high profile clients
and then welcome people into your

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community,

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and then you sell the community instead
of selling your product or your service,

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now you're onto something.
You've got something they can't refuse.

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Give you an example.

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Four Seasons hotels or Ritz Carlton
hotels or Mandarin Oriental hotels,

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those shangrila hotels,

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those high-end luxury
properties are status

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symbols.

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If you're traveling abroad and you tell
your friends who live in Rome or your

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friends who live in the UK that
you're staying at the Shangrila,

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you are telling them that you're
staying at the best of the best, uh,

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in terms of hotels in their city,

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and you're telling them that you have
arrived, not just arrived in their city,

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but arrived from a status standpoint.

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There's a community of people that
stay at these high-end hotels.

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There's an opportunity
for you to enhance your

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reputation and enhance your personal
brand by being a customer of those

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specific hotels. So you're proud to
say that that's where you're staying.

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I just spoke to a group of
CEOs this past week and the,

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there's one c e o in the room who has a
huge business and he manufactures robots

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for assembly lines.
And all the auto manufacturers buy their

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robots from him. And I said to him,

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why do people buy the the robots from
you? Because they're, they're may,

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he manufactures them here in the us.

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They're much more expensive than the
robots that are manufactured, say in Asia.

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And I said, why do they buy them
for from you? He said, well, listen,

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I could give you the rational
reasons why they buy them from me.

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They buy them from me because they, you
know, they break down less frequently.

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Uh, there's us people who
manufactured them and serviced them.

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So they're employing Americans when
they're making American cars. He said,

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you know, and they also
are better quality.

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They're made with better
quality materials,

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and the manufacturing quality is much,
much better than our Asian counterparts.

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He said, but at the end of the day,

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they buy them from me now
because the people who work on

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those lines feel the pride of
working with the best tools.

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And if they put those crappy
products from overseas on the

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lines, the people who are
the employees would revolt,

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they would be unhappy and it would
be a less prestigious place to work.

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So that product has created a community
around it where they feel like they're

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in an environment where
they have the best tools,

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they produce the best work product,
and they do it here in the, in America.

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And they all feel like they're part of
that community, that sense of loyalty.

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So if you can build a community
around your offer or your offering

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and welcome people into that community,

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it is a powerful way to get them
to say yes every single time.

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I have people who work with me in a group
setting just so that they can come to

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the group meetings, they take my
advice and never do a thing with it,

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but they want to be a part of the group
and they want to say they're a part of

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the group because of the
people they're connected with.

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So that community is a powerful thing.

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And building a community around your
product or your service is a great way to

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make 'em an offer they can't
refuse. Nikki g your thoughts?

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Yeah, I absolutely agree with that. Um,

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you definitely want to make them
feel part of it. And you know,

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really that actually leads right into
my next point is if you are anticipating

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it, which is you need to make
your clients feel special.

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And you can do this no matter
what size business you have.

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So let me give you a few
examples. So I like to, you know,

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in a a practice of law,
you're working on big cases,

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you're not going to have like
a, a massive client base. It is,

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is of the size where you can
meet with people one-on-one.

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I always do that and especially
it's a new relationship.

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I want to have one-on-one time with that
client to make sure I get to know them

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very well. It's important to me. I
want to build lasting relationships.

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I don't care where they are,

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I will fly to them. You never want to
be asking that client to come to you.

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You make yourself available.

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You make sure that they have time in
their calendar and you go see them and you

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spend that time with them.

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And I found the best relationships are
formed that way because I took the time

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to make that really close
relationship with that client. Now,

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some of you may be thinking,

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but my business is way too big to
be flying to meet all of my clients

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one-on-one.

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But there are still ways you can make
every one of those clients feel special.

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For example, you know, there's a
group out there that sells sneakers.

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I happen to love sneakers. Some of
their marketing packaging is brilliant.

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You get the box, it arrives,
there's some little note in it,

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or maybe it's the branding on the box,

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but it's something that feels personal
to you by way of that message.

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And so you feel like, okay, this
company really caress about me.

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That's a small way where you can make
all of those clients feel special.

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They're going to want to keep supporting
your company and working with you

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because they feel a special connection
to you regardless of the size of your

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company. What do you think, Dave?

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I think that's great. I think the,

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the recognition and making your clients
feel special is a great way to make

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'em an offer they can't refuse.

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A point that I really want to
hammer home is point number five,

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and that's giving them
permission to say, no,

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I kind of buried the lead here. 'cause
this could be a really powerful,

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impactful, maybe the most
impactful strategy of them all.

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Whenever I sit down with
someone, I say to them, listen,

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here's what's going to
happen in this meeting.

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You're going to ask me some questions.
I'm going to ask you some questions.

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We're both going to determine whether or
not it's a fit for us to work together.

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If either one of us
doesn't think it's a fit,

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we're going to say no and we're
going to part company as friends,

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we're going to go our separate ways.

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I am perfectly okay telling you if
you're not a good fit to be my client,

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are you okay telling me I'm not a good
fit to work with you or this solution

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isn't a good solution? You would you be
okay telling me no? When you do that,

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giving them permission to say no
magically takes the pressure off the

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entire situation and you immediately
find they're more relaxed,

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they're more engaged,
and they're more in tune.

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Now you add one more step to that and
you tell them, Hey, listen, Nicola,

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here's what's going to happen. You're
going to ask me some questions,

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I'm going to ask you some questions.

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We're going to decide together if
we're a good fit, if we're not,

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if you don't think so,
or if I don't think so,

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we're going to part company as
friends, we won't work together.

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Here's the one thing
that can't happen though,

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and I want to make sure we're
in complete agreement on this.

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We can't decide to think it over. We're
going to lay it all on the table here,

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answer all of each other's questions.

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I'll answer every question. I'll stay
until midnight if I have to answering all

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your questions. If you agree that
you'll answer all of my questions,

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we're going to decide whether this
is a good fit right here and now.

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There's no saying I want to think
it over. It's either a yes or a no.

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Are you okay with that?

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I do that because that forces
a decision one way or another.

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Now we're not talking about saying this
for the purchase of a building or a

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home or, you know,

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dental work or something that has
life-changing consequences, right?

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We're talking about,

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and maybe this is the final step in
the process for those big things. Hey,

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Mr. Smith, you've toured the house, you've
got your financing. You know, you've,

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you've gone through everything,
it's been inspected.

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You got the inspection
report in front of you.

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Now is the time for us to hash out all
the details and not leave the room until

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we decide either yes or no. So this is
either the final step in a long process

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or in a short sales cycle.
This is the, you know,

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this is the step to decide
whether or not you move forward.

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So you can say yes or you can
say no, you just can't say,

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I want to think it over and
ask me any question you want,

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but at the end of this, I'm going
to decide if you're a good fit.

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You're going to decide if I'm a good
fit, and we're going to say yes or no.

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Giving them permission to say no is
the final way to make 'em an offer.

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They can't refuse Any
thoughts before we go Nikki g.

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Yeah, it's great. I, I I agree.

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It's you're removing that pressure and
you're also allowing them to feel as

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though they're making that decision.
So when they feel pressured,

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they're going to be hesitant.
So by removing that,

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you allow them to feel like it's their
decision. It is, it's always been.

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You just,

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they just may not feel that way if you're
allowing it to seem like you have to

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say yes to this, and you have to say
yes now. So I think that's great.

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Alrightyy folks, that'll do it for
this edition of the Inside Bs show,

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my name is Dave Lorenzo. I'm the
godfather of growth and she is Nikki g.

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We're happy and thankful
that you joined us today.

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We want you to join us for
another episode. In fact,

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filling in right now is another
episode right on the screen.

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00:20:38,790 --> 00:20:42,600
It's one of my favorite episodes.
It's the smartphone zombie episode.

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00:20:42,610 --> 00:20:45,660
Be sure and click on that episode
and watch it. Until next time,

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00:20:45,660 --> 00:20:47,010
we'll see you right back here.

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I hope you make a great
living and live a great life.